3 min read

Written by Louise Ferguson, Senior Tender Specialist

Put your hand up if you have ever felt completely overwhelmed while working on a tender. If we are all honest, we should be waving both hands frantically in the air right now!

Whether you have been assigned multiple tasks (accompanied by tight timeframes) or you are feeling the weight of expectation, even if imposed by yourself, some days can be harder to survive than others. ‘Survive’ is a strong word, however that when you are having a tough time, breaking it down and just getting through ‘that meeting’ or ‘that conversation’ or ‘that day’, is the principal focus.

I have worked with many people who describe me as the ‘calm’ one. Like the duck who calmly floats around, keeping it all together on the surface, but paddling frantically under the water to keep moving. Appearing calm, doesn’t mean I do not feel and experience all of the things that regularly put me into survival mode, but perhaps I have just learned to adapt and deal with it differently over time.

My mum once told me, “Try not to worry about things that you cannot change.” Easier said than done, but great advice, nonetheless. Over 20 years, I have worked alongside a wide variety of personalities, across different industries and generally, the makeup of a bid team is out of my control - some bid team members are new to tendering and need help, some own the business and are very invested, some are involved in every single tender that comes through the door and are completely over it, some have amazing knowledge and are willing to share, some treat everyone equally, some are process focussed and can’t see outside the box, some are creative and bring stunning ideas, some are enthusiastic and can’t wait to get started and some know absolutely everything and are adverse to change.

Over the years, the following calming strategies have helped me effectively navigate the tricky behaviours of some individuals and to successfully manage the most challenging of tenders:

• Start with a clean slate. Not just at the start of the process, but at each meeting, call and interaction. This is especially important where you may have negative history with a client or individual. Believe me, you may need to remind yourself to do this, as it is not natural to dismiss behaviour or performance that does not equate to your own standards.

• Challenge your own thoughts. Differing opinions are not bad, and if someone disagrees with you, it does not necessarily mean they are wrong. Generally, people are happy to share an opinion because they believe in it, so be respectful and hear them out. 

• Avoid conflict where possible and learn to pick your battles. Conflict is a waste of time and energy, especially when most things can be solved without it.

• Vent to a trusted colleague. I cannot endorse this enough! You are not always looking for a solution, just someone to hear you out.

• Tune out if you can. I have taken to listening to white noise through my headphones if I need to focus and block everything else out. I find songs and music distracting but do whatever works for you!

• Take five and change focus if you need to. Take a walk or just get away from the computer and think about something else, even for just five minutes.

• Remember to breathe, it really does help.

So, try not to worry about things that you cannot change. If you need to take a breath and count down the moments until that meeting or that conversation or that day is over, do it! You will get a chance to start afresh with the next interaction.